1) Economic, technological, and cultural forces are all ________ in the stimulus-response model of buyer behavior.
A) buyer responses B) stimuli
C) components of the buyer's decision process D) buyer characteristics E) buying attitudes
2) The starting point of understanding a consumer's response to various marketing efforts is the ________ of a buyer's behavior. A) belief B) subculture
C) postpurchase feeling D) stimulus-response model E) postpurchase dissonance
3) In the model of buyer behavior, which of the following is NOT a major type of force or event in the buyer's environment? A) economic B) technological C) political D) channel E) cultural
4) ________ is(are) the most basic cause of a person's wants and behavior. A) Culture
B) Brand personality C) Cognitive dissonance D) Societal factors E) Selective perception
5) Marketers are always trying to spot ________ in order to discover new products that might be wanted. A) lifestyles B) cultural shifts C) groups D) dissonance E) attitudes
6) Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations. A) alternative evaluations B) cognitive dissonances C) subcultures D) motives E) attitudes
7) What is one way that social class is NOT measured? A) occupation
Chapter 5 Consumer Markets and Consumer Buyer Behavior
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B) education C) income
D) number of children in the family E) wealth
8) Which of the following statements is true regarding social class in the United States? A) Social class is determined primarily by income level.
B) Lines between social classes in the United States are fixed and rigid.
C) Social classes show distinct product preferences in clothing and automobiles. D) Wealth is more critical than education level in measuring social class. E) People are relegated to a permanent class layer in the United States.
9) ________ are groups to which an individual wishes to belong, as when a teenaged basketball player hopes to play someday for the Los Angeles Lakers. A) Membership groups B) Aspirational groups C) Leading adopter groups D) Leisure groups E) Social class groups
10) ________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others. A) Opinion leaders B) Habitual buyers C) Social networkers D) Stealth marketers E) Buzz marketers
11) Opinion leaders are sometimes referred to as ________. A) the influentials B) the upper uppers C) the middle class D) buzz marketers E) networkers
12) Companies who use brand ambassadors are participating in ________. A) opinion leading
B) traditional marketing C) buzz marketing D) direct marketing E) values marketing
13) The ________ is the most important consumer buying organization in society; the roles and influences of different members have been researched extensively. A) family B) social class
C) membership group D) subculture
E) reference group
14) A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation,
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economic situation, lifestyle, and personality and self-concept. A) personal characteristics B) reference groups C) perceptions D) attitudes
E) psychographics
15) People change the goods and services they buy over time because of the two changing factors of ________.
A) belief and attitude
B) perception and personality C) age and life-cycle stage D) groups and learning E) family and tradition
16) ________ is a person's pattern of living as expressed in his or her psychographics, including his or her activities, interests, and opinions. A) Personality B) Culture C) Lifestyle D) Motive E) Social class
17) All of the following make up a person's lifestyle EXCEPT ________. A) AIO dimensions B) interests
C) dissonance-reducing buying behavior D) opinions E) work
18) Researchers found that a number of well-known brands tended to be strongly associated with one particular trait, such as Jeep with \describe a specific mix of human traits that may be attributed to a particular brand? A) brand perception B) product image C) brand personality D) brand concept E) brand equity
19) The term ________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.
A) perception analysis B) opinion leader
C) motivation research
D) need recognition investigation E) depth research technique
20) Maslow's theory is that ________ can be arranged in a hierarchy. A) stimuli
B) beliefs and attitudes C) perceptions
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D) human needs E) decisions
21) People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information to which he or she is exposed is called ________. A) selective retention B) selective distortion C) selective attitude D) selective attention E) selective perception
22) People forget much that they learn. They tend to retain information that supports their attitudes and beliefs. This is called ________. A) selective attention B) selective retention C) selective attitude D) selective distortion E) perceptual vigilance
23) Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________ advertising. A) alternative evaluation B) subliminal C) perceptual D) innovative E) comparative
24) ________ describes changes in an individual's behavior arising from experience. A) Lifestyle B) Learning C) Perception
D) Cognitive dissonance E) Aggressiveness
25) A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea. A) lifestyle B) motive C) belief D) attitude E) perception
26) A person's attitudes fit into a pattern, and to change one attitude may require difficult adjustments in many others. Thus, a company should ________ try to fit its products into existing attitudes rather than attempt to change attitudes. A) usually B) not
C) once in a while D) seldom E) never
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27) When consumers are highly involved with the purchase of an expensive product and they perceive significant differences among brands, they most likely will undertake ________. A) habitual buying behavior B) complex buying behavior C) reflective buying behavior D) habitual buying behavior
E) variety-seeking buying behavior
28) Which of the following typically occurs with habitual buying behavior? A) There is high consumer involvement. B) There is strong brand loyalty.
C) Consumers search extensively for information. D) Ad repetition creates brand conviction. E) none of the above
29) When customers have a low involvement in a purchase but perceive significant brand differences, they will most likely engage in ________. A) complex buying behavior
B) dissonance-reducing buying behavior C) habitual buying behavior
D) variety-seeking buying behavior E) brand conviction buying behavior
30) The buyer decision process consists of five stages. Which of the following is NOT one of these stages? A) need recognition B) information search
C) variety-seeking buying behavior D) purchase decision E) postpurchase behavior
31) The buying process starts with ________, in which the buyer recognizes a problem. A) need recognition B) information search C) product awareness D) product interest
E) alternative evaluation
32) If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake a(n) ________. A) brand personality B) alternative evaluation C) postpurchase behavior D) information search E) product adoption
33) The most effective sources from which consumers obtain information are ________ because they legitimize or evaluate products for the buyer. A) commercial B) public
C) experimental D) personal
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